Ceprez, Lhealyn BSBA MKTG2-1
PRFSALES2
Activity 1
Situation:
You are a sales representative from HIJ Company, an internet service provider, located Makati
City. You are responsible for calling on a variety of accounts throughout the city and other nearby
provinces, many of which are business accounts.
You recently called KLM Coffee, a coffee shop in Eastwood Libis, Quezon City. You spoke to John,
the General Manager, and found out that they are looking for internet service provider for their
coffee shop. You also found out that they are previous client of HIJ Company who just recently
disconnect their service because they got disappointed with the service and with the previous
sales representative who took care of their account. Their bill went too high while the
bandwidth of the internet is not the same as what have discussed to them, there was no proper
setting of expectation and the feature of the service was overly exaggerated.
You are still under quota for the month and you think that rebuilding their trust is a good deal to get
over your quota for the month.
Your task: Discus below how do you plan to rebuild the trust of KLM coffee and to convince them, to
do business with you again.
Answer:
As a salesperson, I must first learn about the company’s history and become associated with its operations
and policies. That way, I can clearly explain our company’s background and information to the
customer/buyer, and if they ask me more questions, I can confidently and properly answer them, boosting
the chances of gaining their trust. As a salesperson for KLM Coffee, I’ve already heard about their
experiences with the HIJ Company, where I’ve worked. I’d make a plan throughout our company that KLM
coffee will almost probably stop trusting the HIJ company if a solution isn’t found. Working for KLM Coffee
as a salesperson It‘s difficult to re-build trust after committing all the mistakes. Their feedback will no
longer be the same because HIJ Company made promises to them, but the company failed to satisfy their
wants and expectations, because a client expects a promise to be honored once it has been made. But, if
the customer gives us another chance, I’ll make a plan within our corporation that if we fail again, KLM
coffee will probably stop trusting HIJ. I should have critical knowledge and expertise because I was the
salesperson. Before I make a decision, it is important to consider what will be the decision of the ceo of a
company, because salespeople are indeed involved by the company’s strategy. If the plan is more effective
and efficient, I will do my best to discuss it with the client and I will ask their comments about it, also give
them specific and detailed information about our plan. In this thing, there is a chance that KIM coffee and
the HIJ company will rebuild relationship again.
Case Study
1
To do:
1. Read and understand the case very carefully.
2. After doing so, answer the questions.
3. Write your answer on the space provided below.
Background
Kelly Myers has spent the past three months trying to gather all the information she needs to submit a
bid on an order that is very important to her company. Bids are due tomorrow and the decision will be made
within a week. She has made a great impression on the purchasing agent; Janet Williams and she has just
ended conversation with her sales manager who believes Kelly needs to make one ore call on William to see
if she can find out any additional information that might help her prepare the bid. Kelly’s boss specially
wants to know who the other bidders are. Current Situation
Later that day, Kelly visited with Janet Williams. During the course of the conversation with
Williams, Kelly asked who the other bidders were. Williams beat around the bush for a while, but
she did not reveal other bidders. She did not mention the other bids were in and pulled the
folder out of the filing cabinet where they were kept. Janet opened the file and looked over the
bids in front of Kelly.
There was a knock on the door and Janet’s boss asked if he could see her for a minute and she
walked down the hall with her boss. Kelly realized all the bids were left out in front of her. There
was a summary sheet of all of the bids on top and she could easily see all the bids. When Williams
returned, she returned the folder to the file and two made some small talk and ended their
conversation.
Kelly returned to her office and completed her bid and turned it in to Janet Williams the next
